Do you think the federal government is a huge cash cow just waiting to be tapped? That getting your company listed on databases or certified as a small business is all it takes to open the floodgates of new business? You’re right—and wrong, cautions Mark Amtower in Selling to the Government: What It Takes to Compete and Win in the World’s Largest Market. While the government is a massive and profitable customer, it’s also its own world that requires patience, hard work and diligence to enter.
In this thoughtful and thorough how-to guide, Amtower, who has nearly 30 years of experience in helping businesses market to the government, provides a big-picture overview of what it takes for a small company to break into this challenging, but profitable, market. Aimed at both novice and experienced marketers, the book pulls no punches and offers no shortcuts. But for those who are willing to put in the time and effort, it’s an invaluable guide to the basics of selling to the government.
The government will not adapt its systems to your business, Amtower cautions, so success requires adapting to the government. Amtower e Full Article…
Have you ever dealt with a prima donna saleperson? Maybe you’ve got one on your team now. In today’s guest post, sales expert Kevin Davis, author of Slow Down, Sell Faster!: Understand Your Customer’s Buying Process and Maximize Your Sales, shares his secrets for dealing with this type of profitable, but maddening, employee.
Did you miss any of my blog posts from around the Net this week? Here’s a quick roundup:
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